Account Executive – Mid Market, SaaS Security Workforce Management Software
Job Description:
- New logo quota in your assigned territory — full cycle from prospect to close, with meaningful self-sourced pipeline expected alongside BDR-sourced opportunities.
- Named account book — build real account plans, expand into additional modules, users, sites, and geographies, and run multi-year renewal and expansion motions.
- Executive engagement — Director and VP-level conversations are the default, not the exception. You'll be expected to build and defend executive relationships inside your top accounts.
- Forecast discipline — accurate Salesforce hygiene, weekly pipeline reviews, and MEDDPICC-quality qualification on every deal above threshold.
- Commercial negotiation — pricing, terms, multi-year structures, and discount governance within company guidelines.
- Territory leadership — you run targeted campaigns, ABM plays, and field activity inside your patch. You are the CEO of your territory.
Requirements:
- Full-cycle selling experience — prospect to close, not just closing BDR-sourced pipeline.
- Fluency with at least one modern qualification methodology (MEDDPICC preferred; Challenger, Value Selling, Command of the Message, or J. Barrows also acceptable).
- Working command of Salesforce, a sales engagement platform (Outreach, Salesloft, or Gong Engage), and a prospecting data tool (ZoomInfo, Apollo, or Lusha).
- Demonstrated ability to build pipeline without waiting for marketing or BDRs to hand it to you.
- Proven executive relationship-building — you can name the VPs and Directors who will take your call today.
- Strong commercial instincts on pricing, terms, and multi-year structures.
- English fluency.
Benefits:
- Fully remote & flexible work
- Open Time Off (OTO) policy
- Medical, dental & vision coverage
- Health Savings Account (HSA)
- Life, AD&D & disability insurance
- 401(k) with company match
- Wellness & mental health support
- Travel assistance & global support
- Employee referral program
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